Thursday, June 27, 2013

Our client is an international organization that sells various products mainly wine, is looking for a Key Account Manager.

The
main purpose of the job is to manage all sales and marketing activities
within and around Dar-es-Salaam to drive distribution and create
profitable growth for the Company, while at the same time providing
value add to customers and key brand owners / principals.

Job Duties and Responsibilities

Deliver the objectives, strategies and tactics to beat the budgeted targets (Revenue/GP/Vol/Investment)

Managing day to day
business and monitor progress through accurate reporting to achieve
targets, for revenue and gross profit as agreed with the Country Manager
and Head of International Markets

Building strong and
ongoing business customer relationships across all accounts at all
levels of the business to ensure satisfaction and sales growth in on
trade customers

KPIs are pre-agreed, measured, reported and adhered to

Create outlet
universe for hotels, resorts, casinos, premium bars, clubs and
restaurants as well as relevant local clubs, bars and restaurants.
Segment and prioritize to grow listings in current accounts with the Key
Accounts Manager partner. Then agree and target a list of new business
accounts to increase distribution of wines, premium spirits and non
alcoholic beverages

Set account list priority, call frequently and objective led calls to map and build up monthly journey plans

Target 20 objective
led customer calls per week. Spend 2 nights in the trade on outlet
visits checking agreements with customers and following up on any
issues. On odd weekends work to support events, dinners

Set account distribution targets on lead brands, supported by in bar activity to drive rate of sale

Determine, set and
monitor adherence to price schedules and discount rates. Lead customer
discussions to advance the sales process, value add rather than price,
tying up agreements and grow profitable share

Manage the ordering
process with the country manager and OIP team and following up orders to
planning process and ensure a smooth stock rotation and inventory
management to reduce costs and working capital

Manage credit
liability through assessing credit worthiness, setting reasonable credit
terms with the organizations finance, and managing timely collections
on a monthly basis with all customers, on time and in full

Plan and host on
trade customer, consumer and principal wine tastings, dinners and events
in outlets and the organizations retail

Innovate new
promotional ideas to encourage customer footfall, visibility around the
point of purchase and increase rate of sale in key customers to help
grow the organizations distribution, listings and share

Perform other duties as requested by the line manager

Required Qualifications

At least a Bachelor degree with business qualifications (or equivalent level) with emphasis on Sales and Marketing

At least 5 years of sales experience preferably within the FMCG or liquor industry

Ability to self-motivate and influence a multicultural, cross functional team

A self-starter with drive and the ability to set and beat targets, plan their own work and time effectively